Competitive Positioning – BlueArc vs. NetApp

1. Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning

2. Course Description This course will help learners position BlueArc versus NetApp for greater sales success Target Audience This course is for new BlueArc Sales professionals, sales managers, and Sales team leaders who wish to successfully sell against NetApp. Delivery Method eLearning environment with interactive content to reinforce competitive concepts, methods, and strategies. Duration 20 minutes Prerequisites • BlueArc  BlueTube Program Introduction • BlueArc  Corporate Presentation • BlueArc New Hire Training

3. Learning Objectives • At the end of this course, BlueArc sales representatives will be able to: • Provide customers with a basic overview of the Network Appliance company and its key products • Identify which BlueArc products directly compete with which NetApp products • State NetApp strengths and weaknesses in relation to BlueArc products • Respond effectively to potential NetApp "Pot Shots" and customer objections • Articulate BlueArc's 3 key points of differentiating value

4. Course Outline • Introduction • Course prerequisites • Course learning objectives and course overview • NetApp Company and Product Overview • Company • Platforms • OS • Software • Product Mapping and Positioning • Platforms • Software • Product Comparison and Analysis • Direct Platform Comparison • NetApp Weaknesses and BlueArc Strengths • Summary of Customer Value Dimensions • Strategies for competing • Overcoming Objections • NetApp “Pot Shots” • Potential Customer Objections • Leading with BlueArc strengths • Summary Frame

5. Competitive Positioning – BlueArc vs. NetApp

6. Course Pre-requisites: • BlueArc  BlueTube Program Introduction • BlueArc  Corporate Presentation • BlueArc New Hire Training BlueArc vs. NetApp Course Introduction

7. Course Overview • Learning Objectives • Provide customers with a basic overview of the Network Appliance company and its key products • Identify which BlueArc products directly compete with which NetApp products • State NetApp strengths and weaknesses in relation to BlueArc products • Respond effectively to potential NetApp "Pot Shots" and customer objections • Articulate BlueArc's key points of differentiating value • The course will include… • An overview for positioning BlueArc versus NetApp • Interactive quizzes • Detailed proof points for defending against NetApp in current accounts and winning against NetApp in new accounts • Course Test: • There is a standalone test for this course. Successful completion is a score of 80% or higher. BlueArc vs. NetApp Course Introduction

8. NetApp Company and Product Overview

9. NetApp Fast Facts • Number of employees: 6,600+ • Revenues: $2.8 billion (FY2007) • Year founded: 1992 • Fortune 1000 company • 113 offices worldwide BlueArc vs. NetApp Company Overview

10. Platforms Overview FAS Series: NetApp FAS systems deliver simultaneous access for files and block level application data connections to Fibre Channel and IP networks. (FAS6030,FAS6070, FAS6080) fits into 6U space (FAS3140,FAS3170) fits into 6U space (FAS3020,FAS3040,FAS3050,FAS3070) fits into 3U space (FAS2020, FAS2050) fits into 2U space V Series: NetApp storage virtualization systems leverage dynamic virtualization while managing enterprise applications across multiple environments. V6000 Series - V6030, V6070, V6080) fits into 6U space V3100 Series(V3140,V3170) fits into 6U space V3000 Series (V3020, V3040, V3050, V3070) fits into 3U space Performance Acceleration Module (Intelligent Read Cache ) PCI Express card BlueArc vs. NetApp Platforms Overview

11. Platform OS Data ONTAP 7G General purpose operating system in NetApp FAS and V-Series systems for a fully virtualized data management environment Features of Data ONTAP 7G: Deduplication, FlexShare, Snapshot, FlexVol , RAID-DP, FilerView , Active-Active Controller, SyncMirror; Optional: FlexCache& Storage Accelerator Appliance , FlexClone, MultiStore Data ONTAP GX Highly scalable operating system that integrates NetApp FAS systems into a multi-node, high-performance system. Features of Data ONTAP GX: HPO (High Performance Option) BlueArc vs. NetApp OS Overview and Supported Software Features

12. BlueArc vs. NetAppProduct Mapping and Positioning

13. NetApp competes head:head with BlueArc with their High-end FAS Systems and V Series Systems BlueArc vs. NetApp Product Mapping

14. Software Features Comparison BlueArc vs. NetApp Software Features Overview

15. Software Features Comparison BlueArc vs. NetApp Software Features Overview

16. Software Features Comparison BlueArc vs. NetApp Software Features Overview

17. Software Features Comparison BlueArc vs. NetApp Software Features Overview

18. Software Features Comparison BlueArc vs. NetApp Software Features Overview

19. Software Features Comparison BlueArc vs. NetApp Software Features Overview

20. Software Features Comparison BlueArc vs. NetApp Software Features Overview

21. BlueArc vs. NetAppProduct Comparison and Analysis

22. BlueArc vs. NetAppDirect Platform Comparison Features BlueArc Advantages Platform Features and BlueArc Advantages

23. Platform Comparison BlueArc vs. NetApp Platform Features and BlueArc Advantages

24. Platform Comparison BlueArc vs. NetApp Platform Features and BlueArc Advantages

25. Platform Comparison BlueArc vs. NetApp Platform Features and BlueArc Advantages

26. Platform Comparison BlueArc vs. NetApp Platform Features and BlueArc Advantages

27. Platform Comparison BlueArc vs. NetApp Platform Features and BlueArc Advantages

28. Platform Comparison BlueArc vs. NetApp Platform Features and BlueArc Advantages

29. BlueArc vs. NetAppKey Sales Knockoffs Weaknesses Strengths NetApp Weaknesses and BlueArc Strengths

30. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

31. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

32. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

33. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

34. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

35. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

36. NetApp Weaknesses and Key Sales Knock-offs BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

37. BlueArc vs. NetAppSummary of Customers Value Dimensions

38. What Customers Value BlueArc vs. NetApp Summary of Customer Value Dimensions

39. How Does BlueArc Stack Up? BlueArc vs. NetApp Summary of Customer Value Dimensions

40. In Summary - BlueArc has a clear lead in most areas that customers value. - Steer customers towards the dimensions where BlueArc has clear advantage BlueArc vs. NetApp Summary of Customer Value Dimensions

41. Knowledge Check

42. Review – Order the BlueArc advantages on the right with the platform features on the left. BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

43. Review – Match the NetApp key weakness with the correct BlueArc Advantage BlueArc vs. NetApp NetApp Weaknesses and BlueArc Strengths

44. Review Answer the following questions with H or L: Dollar Value – Is NetApp higher or lower? ____ Performance – Is NetApp higher or lower? ____ Scalability – Is NetApp higher or lower? ____ Capacity – Is NetApp higher or lower? ____ Data Protection – Is NetApp higher or lower? ____ Ease of Use – Is NetApp higher or lower? ____ Feature Set – Is NetApp higher or lower? ____ Depth and Breadth of Product Line – Is NetApp higher or lower? ____ BlueArc vs. NetApp Stacking Up

45. BlueArc vs. NetAppStrategies for Competing

46. BlueArc vs. NetAppResponding to NetApp “Pot Shots” and Potential Customer Objections

47. Strategies for Competing BlueArc does not have a broad product line or integration with enterprise apps like Oracle BlueArc’s products are expensive BlueArc’s products are based on proprietary technology BlueArc products lack software features BlueArc is going out of business BlueArc vs. NetApp Responding to NetApp “Pot Shots”

48. Strategies for Competing BlueArc works with software partners like Veritas, CommVault and others who provide industry leading integration with Oracle and other apps BlueArc’s products are expensive BlueArc’s products are based on proprietary technology BlueArc products lack software features BlueArc is going out of business BlueArc vs. NetApp Responding to NetApp “Pot Shots”

49. Strategies for Competing BlueArc works with software partners like Veritas, CommVault and others who provide industry leading integration with Oracle and other apps Titan uses industry standards to interface to networks, servers, clients, tape libraries and other devices BlueArc’s products are expensive BlueArc products lack software features BlueArc is going out of business BlueArc vs. NetApp Responding to NetApp “Pot Shots”

50. Strategies for Competing BlueArc works with software partners like Veritas, CommVault and others who provide industry leading integration with Oracle and other apps Titan uses industry standards to interface to networks, servers, clients, tape libraries and other devices BlueArc’s products are expensive BlueArc products lack software features BlueArc has strategic partners, bluechip customers, and is going public BlueArc vs. NetApp Responding to NetApp “Pot Shots”